Preparing for Salesforce
Patrick Crosbie
How to define your Salesforce requirements

No two Salesforce implementations are the same. Each of our clients has unique processes and requirements and it's our job as Salesforce consultants in Dubai to design and built CRM platforms that reflect those bespoke requirements. The first step in working with Tenacre is to define the scope of work for the Salesforce project.

This process can be difficult for many of our clients, so we've written this article to provide assistance. Remember that your Tenacre consultant will walk you through each of these steps, you won't have to undertake any of these activities by yourself.

How to define your Salesforce requirements
Preparing for Salesforce
Patrick Crosbie
Taking your sales processes to the next level ...

84% of b2b customer inquiries fail to convert. Why? 

A report by the Aberdeen Group tells us that 84% of inquiries that businesses receives will not convert to a sale. These inquiries are usually expensive, you've paid out marketing budget for Google Adwords, Facebook, LinkedIn or Twitter campaigns. 

So what's the problem and how can you fix this? 

Taking your sales processes to the next level with marketing automation
Sales Management
Patrick Crosbie
Creating value for the sales leaders with ...

For companies in Dubai and the GCC region, succeeding in sales and sales management is can be dependent on the tools and technologies that are used. Many of our clients relied on spreadsheets or basic CRM platforms before making the decision to upgrade their CRM to Salesforce with the help of Tenacre consultants.

Once the decision has been made to move to Salesforce, what are the benefits that you can expect?

Creating value for the sales leaders with Salesforce CRM
Preparing for Salesforce
Patrick Crosbie
Salesforce implementation - Essential ...

A Salesforce project can often seem daunting, particularly if you haven't been involved in one before. Depending on the degree of change that Salesforce will bring to your company, the key to getting the CRM up and running is to prepare thoroughly. While each project that we work on is unique, there are common themes that the team at Tenacre has identified that could help you prepare better before the project kicks off.

Salesforce implementation - Essential preparation

Sales Reporting

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Learning from lost deals with Salesforce CRM

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Learning from lost deals with Salesforce CRM

The only thing that's worse than losing a deal, is losing a deal and not learning anything from it. For sales professionals lost deals are a part of the job, and for the most part, we take it in our stride. From a business perspective, there's still a lot of value in these deals that need to be captured and evaluated. Some of the best sales-orientated companies that we have worked with take a rigorous approach to capturing and categorising each deal that they don't win. When Tenacre implements Salesforce CRM Dubai, we always add a feature that requires the salesperson to add more information to the record when they are closing an Opportunity as 'Closed Lost'. This information isn't to drag the sales staff over the coals, but to ensure that each of our clients are capturing and evaluating this valuable information.

Here's how why you should start evaluating each lost deal, and some tip's on how to start this process off.

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Improve your Adwords ROI through lead nurturing on Pardot

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Improve your Adwords ROI through lead nurturing on Pardot

I tell a story to all our new clients when we are training them how to generate reports in Salesforce CRM. This story is told to illustrate how to look for trends in Salesforce, and then take corrective action if necessary. The story goes something like this;

We see a lot of our clients that start to use reports from Salesforce to track the source of their leads. In a lot of cases, these reports will show that the main driver of new leads is Google Adwords. The second report that we show them is the source of closed sales, and in this case, it's not uncommon to see that Adwords delivers a far lower percentage of the revenue that would be expected, particularly from a high volume of leads. The point of the story is - what do you do next?

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Sales management tips with Salesforce CRM

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Sales management tips with Salesforce CRM

Sales management skills 

Running a small business means that you wear many hats - sales manager, marketing manager, agony aunt and motivator in chief (among many others). While some of these responsibilities can be managed on an ad-hoc basis, sales and revenue is the lifeblood of your company.

We suggest five ways that you can manage the sales process that will keep your sales machine churning out new sales on a monthly basis.

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Using Sales Forecasts in Salesforce CRM

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Using Sales Forecasts in Salesforce CRM

I refresh the 'Opportunity Pipeline' report in my Salesforce system at least twice per day. Like most business owners I am preoccupied with seeing if we're closing enough deals and creating enough new ones. We like to see what business we are winning, and what we need to close to turn a poor month into a good one, or better still, a good month into an excellent one.

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Defining sales process stages with Salesforce CRM

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Defining sales process stages with Salesforce CRM

Sales leaders like love having their key sales reports and dashboards displayed on their Salesforce homepage. Seeing their closed sales value, pipeline by stage and sales leader report gives you an instant understanding of the position your business is right now with regards to the revenue generation effort.

A question that we pose to our clients at the beginning of each project is, how do you define your sales opportunity stages? We find that each company is different, and each industry has characteristics that influence the definition of how we break up the key stages of the sales process. We'll take a look at some of the most common formats that we have seen. Remember, one of the reasons that we are concerned about the sales process stages is to enable better sales and revenue forecasting.